• Responsible for new account development and managing existing named DOD accounts. • Maximizing high-value sales into federal accounts. • Cross- and up-selling, closing new business, and building long-term relationships with DOD Agencies (Airforce, Army, MDA, Disa, AFRL and more) • Position oneself as a thought leader and trusted advisor within assigned your accounts. • Understanding their structure and hierarchies, while identifying the priorities, objectives, and motivations of multiple key stakeholders. • Lead a complex sales cycle, orchestrating and leveraging cross-functional teams (e.g., Sales Engineering, Marketing, Product, Sales & Executive Leadership) ensuring alignment throughout the sales journey, while delivering business value and maximizing customer satisfaction. • Successfully manage a multi-month sales process, consisting of multiple stages, evaluations and approvals. • Breaking a long sales cycle down into smaller milestones and continuously tracking your progress. • Communicate and demonstrate the value of the Riverbed Acceleration Solutions, highlighting the ROI, and building a business case that helps decision-makers understand the long-term benefit of the platform. • Expertly orchestrate and leverage internal and external players through complex sales cycles and buying process • Implement and execute an effective account management strategy. Understanding each account’s unique challenges, then tailoring a solution that aligns to their needs and goals.